|Back to Back Issues Page|
The Sales Buzz Issue 334 - Put the Sales Benefit First and See What Happens
November 05, 2016
Put the Sales Benefit First and See What Happens
Use Words Powerfully
Sales benefits first, or features of your products or services first, it can make a big difference to the power of your message.
When presenting a product or service, in person, or using the written word, there are usually 3 parts to your sentence.
1. The situation, time, or location, where the feature of the product or service will be used.
2. The feature itself.
3. And the benefit the user will gain from the feature.
But in what order should they be presented?
Read the sentence below:
Whether you’re presenting or talking to prospects, writing a sales email or web content, or creating an advert, this one technique will add power to your feature and benefit sentences and get people’s attention.
Sales Benefit First or Last?Take another look at the sentence above, and tell me honestly what you think of it.
Now consider these changes and the difference they can make.
You could replace the feature line, ‘this one technique will add power,’ with a line about any product or service that you sell.
You could change the situation line, ‘Whether you’re presenting or talking to prospects, writing a sales email or web content, or creating an advert,’ and put in a line relevant to a situation where a buyer would use whatever feature you are selling.
And the benefit line, ‘get people’s attention,’ could be replaced with a benefit of what you sell.
But what about the construction of this sales benefit and feature line, the order that you present these 3 different lines about location/situation, the feature, and the benefit?
The above example is very typical of the order many sales people, marketers, and copywriters, present their products and services to potential customers, both verbally and using the written word. Could it be improved?
Put the Sales Benefit First – Here’s WhyLook what happens when we change the construction of the sentence.
Let’s put the sales benefit first, followed by the feature, and lastly the situation in which the buyer will use the feature, and gain the benefit.
1. Get people’s attention.
2. This one technique will add power to your feature and benefit sentences.
3. Whether you’re presenting or talking to prospects, writing a sales email or web content, or creating an advert.
That’s the order, now make a few changes to the words and create a new, sales benefit first, sentence.
Get people’s attention by using this one technique that will add power to your feature and benefit sentences whether you’re presenting or talking to prospects, writing a sales email or web content, or creating an advert.
Now what do you think?
Can you hear a difference in the power of the sentence when you put the sales benefit first?
Whether you use this technique is up to you. The important point is, you are now aware of the option to use it.
Let me know your thoughts by clicking the link below and leaving a comment.
Make a CommentWant to leave a comment on this issue of the Sales Buzz.
Tell us what you think, and add your techniques and ideas on the same topic.
You can leave a comment and see the ones already made by other readers of the Sales Buzz at Share Your Opinions...
Get The Sales Buzz Delivered to Your InboxDid you get this copy of The Sales Buzz delivered to your inbox?
Maybe you just stumbled across us while browsing the Internet. If you like what you've seen we can send you your very own copy straight to your inbox every week.
Just click the image or the link below and leave us your email address on that page.
People Like You Will Like The Sales BuzzIf you like the Sales Buzz so will your friends, team members, and colleagues.
We've prepared an invitation for you to send to anyone you think will want to see the Sales Buzz weekly ezine, and the 2 free eBooks: Need to Close Chains, and Motivators & Connectors.
Open the invitation and send to friends, colleagues, team members. As always we promise to use their email address only to send the Sales Buzz. Send an invite by opening The Sales Buzz Invitation...
I'm Stephen Craine from the website Sales-Training-Sales-Tips.com
Thank you for subscribing to The Sales Buzz, the Free Sales Training Newsletter for all sales people, small businesses owners, and sales managers.
Please feel free to copy and use the information that you find here.
All I ask is that you include a credit to the newsletter or the website, and a link back to www.Sales-Training-Sales-Tips.com.
You can see all the back issues of this free sales training newsletter at Sales Buzz back issues...
|Back to Back Issues Page|